There are two ways to bargain. One is to bargain based on comparable prices, that is, to use the prices of similar products or competitors’ products as a reference. For example, customer service staff can first tell customers that similar products on the market are more expensive, then explain that the prices of their own company’s products are very competitive, and then give appropriate discounts. The other is to bargain based on cost, using cost as the basis plus a certain percentage of profit as the basis for bargaining.
It should be pointed out that when customer service staff bargain with bulk purchasing customers, they should make customers feel that price reduction is difficult and conditional. For details, please refer to the following bargaining principles.
(1) Do not make unnecessary price reductions.
(2) The price reduction should be made on the “edge of the knife” and just right, so that our smaller price reduction can bring greater satisfaction to the other party in order to obtain greater returns.
(3) We should strive to make the other party reduce the price on issues that we consider important.
(4) Do not promise to give the same price reduction.
(5) Even if we have decided to reduce the price, we should make the other party feel that it is not easy to get a price reduction from us, so that he will cherish the price reduction.
(6) The range of price reduction should not be too large, and the pace should not be too fast.
(7) Both parties should reduce prices at the same time.
(8) Try to make some price reductions that do not cause losses or even benefit.